DoiT new CRO: ‘We've seen a shift towards enterprise adoption. That will be a focal point next year and beyond’

Steve Mills talks his new CRO role, more international expansion, and market trends

Cloud expert DoiT is ready for another year of growth, both on home turf and internationally with a new chief revenue officer at the helm.

Steve Mills has been with the AWS, Google Cloud, and Microsoft partner since February 2022.

He joined as VP of North America sales where he served for more than two years until his recent promotion to CRO in September.

During his tenure, he helped DoiT achieve two and a half times revenue growth and geographic expansion across the US, Canada and LATAM markets.

Speaking to CRN about his immediate priorities in the new role, Mills states DoiT’s go-to-market hasn’t “drastically” changed with him coming in as CRO.

“If anything, it will likely go a bit faster.”

Mills claims DoiT has been successful in its key focus areas this year.

“We've been really focused on new go-to-market offers, different products and services that we've taken to market, and have been working on different ways to meet customers where they're at in terms of these different offers.

“I don’t see that drastically changing in the next 12 months.”

DoiT will however be upping its game with how it simplifies and packages in different ways, Mills says.

“One thing that’s been of note for DoiT this year is we've seen a shift towards enterprise adoption around the types of products and services that DoiT offers.

“That will probably be more of a focal point as we head into next year and beyond.

“We'll continue to work in terms of how we go-to-market with the offers themselves. But generally speaking, I think we're on a pretty clear mission.

“We know what our plans are for 2025 and 2024 has been pivotal in terms of helping us accelerate towards that.

“But we don't see a need to shift what the vision is or where we're heading.”

Expansion ‘key part’ of DoiT strategy

In 2019 DoiT opened its first European base in the UK.

The following year it established engineering and sales teams in the UK, France, and DACH region. Since then, it has expanded further, encompassing the Benelux and Nordic regions, Ireland, as well as Spain and Portugal.

Despite the rapid sizing up of its business internationally, Mills states DoiT continues to be focused on expansion in new markets.

“Latin America and a few other markets have been going quite well for us, but we recently launched into Japan and are really building out the brand.

“We've been going through a lot of localisation which I think has helped us accelerate market adoption.

“Japan is a big key market in our APAC strategy. We're also looking at potentially more countries in Latin America, beyond Mexico and Colombia, which is where we've started.”

Mills adds the company is also assessing expansion opportunities in the Middle East, namely the UAE and Saudi Arabia due to tthe cloud investments happening over there.

“Expansion will definitely be part of our ongoing strategy.”

Mills says DoiT has seen high cloud adoption in the UK, particularly around multi-cloud.

“And as all cliches go, hyper focus and consideration of AI technologies too.”

He adds DoiT is now switching its focus on how it plays in the different market segments.

“What a start-up or SMB might care about is quite different from other parts of the market,” he explains.

“For us, it's not anything earth-shattering in terms of new things that we're going to do, perhaps just a bit more focused in terms of how we engage and retain customers in that regard.”

Trends in the market

“Everyone is fully focused on AI. Whether they appreciate what it means for them or the use cases that fit, says Mills.

“That's predominantly in every conversation that our cloud partners want to have that our customers are thinking about.”

However, he believes if you zoom out, there’s an interesting dichotomy at play.

“There's this strong pull toward innovation, whether it's with AI or other technologies, and how do you drive growth and new opportunities around that.

“But still, there’s this hyper-constrained point of view where budgets are really tight and trying to figure out how to do more with less effectively.

“I think that’s been there for many years and we haven't seen that slow down.

“So, our focus has been how do we help customers balance that challenging predicament? Wanting to grow and innovate but having to get its cost under control.”

Opening up on the challenges he and the DoiT team are facing, Mills points to the “speed and velocity” of the company and enabling its teams to stay ahead.

“We’ve done a lot of hiring and scaling as we’ve entered new markets. So, we’ve been trying to ensure the team stays unified in our mission and are clear on the vision.

“But behind that, the market is rapidly shifting. AI is pervasive. Most people don't really know how to apply it yet, so we're working through those steps methodically with customers.”